Apply now »

Healthcare Channel Head


Job Title:

Healthcare Channel - Head

Reports to:

Sales Director


Head Office, Gurgaon


No of Direct Reports: 1 Manager-Detailing


No of Indirect Reports:

4 Regional Healthcare Managers,

1 TM Manager

Field Force:  100




Lead the strategic pharmacy Channel business for the company. The person would be responsible for Pharmacy detailing and selling nationally to create/ restructure the organization design for medical detailing and selling.
The role holder will work closely with the Healthcare Marketing team to create the plans necessary to within the Pharmacy channel.




  • Create Pharma Channel S&D model for the diverse Healthcare Brands.
  • Build distribution capabilities to maximise chemist channel opportunities.
  • Work with trade marketing to co-create Pharmacy channel Initiatives
  • Identify business opportunities and weave them into business plans.
  • Drive healthcare mindshare and scorecard for all the stakeholders to bring execution focus.
  • Drive doctor detailing agenda to create equity/credibility of Rx portfolio.
  • Play an advisory role to regional heads to drive local specific Pharmacy Channel Initiative.





Overall Sales Responsibility:

Responsible for the achievement of agreed sales targets: Net revenue, Trade Spends as well as in market performance and achieve 3D (Detailing, Distribution and Display) objectives.


Pharma Channel Responsibilities

  • Ensure the achievement of market share, sales and profitability objectives of Pharmacy channel through and with sales & detailing teams by leveraging S&D platform.
  • Design & Implement Pharma Channel Operating Model in line with GTM strategy.
  • Develop and implement training plans to ensure strong health care fundamentals & healthcare mindset for field force.
  • Bring strategic insights on pharma channel opportunities and design execution plan to leverage those opportunities.
  • Work closely with Marketing, Trade Marketing and Detailing team to design channel initiatives & execute.
  • Play an advisory role to sales region on local level Pharma Channel specific initiatives.
  • Secure via TMs customer and competitor intelligence.  Identify key channel/regional trends, opportunities and recommend business proposals to grow business.
  • Contribute towards the development of brand and campaign strategies and plans.
  • Nurture, Develop, and manage the relationship with key pharmacy accounts and opinion leaders.



  • Ensure resource availability and manage hiring along with HR.
  • Ensure training and capability development of all resources.
  • Conduct and lead the communication initiatives and manage consistent cascade of key messages to all stakeholders in Pharmacy channel.
  • Appraise periodically, the individual performance of direct reports against agreed standards of performance, identify areas for improvement and implement training plans.
  • Maintain open communication with entire team so as to sustain engagement and retention.


Liasioning with Sales Set-up

  • Set-up processes and ensure adherence to facilitate interaction between Pharmacy  team with other sales team members at all levels
  • Feedback system to plug distribution gaps.
  • JCM of Med Reps to be aligned with Sales JCM so that proper flow of information and feedback mechanism can be institutionalised


Reporting and Administration

  • Maintain contact with Sales Director to discuss issues/challenges.
  • Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary.
  • Study, analyze, verify, approve of and control all regional reports.
  • Plan and undertake travel to meet all contact norms, monitor contacts made by managers with Doctors and Pharmacists.
  • Maintain and update periodically the Doctor and Pharmacy lists with coverage plans and keep the database for the Detailing set-up available with all stakeholders



  • Drive strong Healthcare agenda in line with Vision 2020
  • Creating capabilities which establishes RB as a top Health Care company.



  • Qualification- MBA (Sales and Marketing)
  • 10 + years of experience in a Pharma/Healthcare sales background
  • Strong knowledge of field sales and doctor detailing.
  • Basic understanding of other functions, especially Marketing & Commercial.



  • Burning desire/ambition to build strong and scalable business platforms.
  • Leadership and interpersonal skills capable of building strong high performing teams.
  • Results oriented, entrepreneurial and self-motivating.
  • Tenacious and resilient, driven to achieve even when faced with obstacles.
  • Sound commercial understanding of business issues and opportunities.
  • Strong analytical skills with ability to develop strategies, tactics to convert possibilities into reality.
  • Strong grasp of regulatory, legal and other administrative and environmental issues.

Job Segment: Medical, Pharmacy, Healthcare

Apply now »